How Ingram Micro Creates Value that Builds Relationships [Podcast]

There’s almost no better example of entrepreneurial grit and determination than the cold call. There are countless success stories that start with “I just reached out,” or “I wouldn’t leave until they listened to me.”

It takes a massive amount of confidence and determination to step out and start a business, and if you have the product to back it up, it’s an inspiring story to tell.

Unfortunately, there’s also the archetypal executive who absolutely hates the dreaded cold call. The question then becomes, if both of these are true, how can you reconcile the two sides?

In This Episode:

Effectively Connecting with Prospective Customers

Tony explains that for anybody who's doing cold calling and outreach, you need to understand who you’re talking to, and most importantly, it needs to be genuine. In the episode, he explores how to foster meaningful connections with prospects.

“For anybody who’s doing cold calling and outreach, whether it’s through a digital medium like email or phone, you need to understand who you’re reaching out to.” — @tonyholbrook

Strategically Using Customer Stories and Industry Data

Customer stories and industry data can be leveraged at key times to engage a prospect, Tony shares. Being able to arm your sales team with the right data to share at the right time is another way to make your outreach valuable.

“When you're trying to add value, it's almost in a passive way, just let me put the value out there, and I'll let you sign up for it when you're ready to go.” — @tonyholbrook

Focus on Relationship Building Rather Than the Lead Source

As marketers, we tend to pay a lot of attention to lead sources. Tony highlights why this is a misleading metric, and the importance of focusing on consistent touchpoints and relationship-building instead.